Do you struggle with objections or sometimes find that objections you never expected or planned for pop up and cost you sales?

Well you’ll be glad to hear that there is an effective way to quickly become skilled at handling “any” objection whether you’ve heard it before or not.

So how’s it done?

Simple, all you need to do is “reframe” the objection in your mind into a question from the prospect using this simple phrase “show me why…”

For example a prospect says “It’s too expensive”. Simply rephrase the objection in your mind so you hear it as a request i.e.

“show me why I should spend that much”, or

“show me why it’s worth me spending that much”.

Now, instead of an objection you have “reframed” it into a request for you to prove your case, which you can do by listing the benefits that justify the price.

Another example: “We already have a supplier”. Reframed in your mind into

“show me why I should switch over to you?”

And now prove your case by listing all the benefits of you over their current supplier.

What are your worst objections?

So what about the ones that seem to stop you in your tracks?

For instance you take two weeks to deliver and the prospect says they want it by Monday. Reframe this to “show me why I would be better off waiting for two weeks for your product rather then getting one from somewhere else now”. At least now, if this is a “want it by Monday” and not a “need it by Monday” you have a shot at stacking the benefits of waiting in your favour.

Play around with this, it works for any objection and once mastered makes your objection handling smooth and flowing and so much more effective.

Paul Foley runs Noodle Coaching.

Related Articles by Paul Foley

Handling objections – part 1

Biz Dev expert – Cold Calling what not to do

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3. Guest Post: Andy Owen. How to copywrite your website…part 2
4. Guest Post: Andy Owen. How to copywrite your website….part 3
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Posted in: 3 New Business Pipeline, 7 Making New Business Happen, Coaching - business, Management, Sales, Strategy.